The 2020 Mid-Year Economic Update_long

March 10 2014

Private Label and Channel Conflict

Volume:

44

Issue:

5

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Features
Changing-Channels

While the margin and branding benefits of selling private label products may be attractive to distributors, such a move can create tension in the channel. This article examines the potential challenges and how distributors and manufacturers may be able to mitigate them.

This is the third in a series of articles from MDM on private label in the wholesale distribution industry.

This article includes:

  • Drivers of conflict between manufacturers and distributors
  • How distributors balance private label and national brands
  • Why some manufacturers offer contract manufacturing for private label and others avoid it

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more.

Or purchase this report in the MDM Store.

Subscribers also have access to the following related articles:

  • The Drivers of Private Label in Distribution
  • Strategies for Private Label Success
  • Special Report: The Industrial Vending Boom

While the Berkshire Hathaway Chairman's annual letter is written for the company's stockholders, leaders from any business can gain insight from Warren Buffett's wise words.

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • The State of Analytics in Distribution: 2014
  • The Shifting Competitive Landscape in Distribution
  • Redefining Competitive Advantage
Effortless-QandA

The desire to “delight your customers” is a noble one. But the effort involved may be better used elsewhere. Rick DeLisi, senior director of advisory services for CEB’s sales and services practice and co-author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty, spoke with Associate Editor Jenel Stelton-Holtmeier about how distributors could better focus their efforts to provide a better customer service experience for all customers online and off.

This article includes:

  • A strategy that works better than the strategy of delighting customers
  • The worst question a customer service agent can ask
  • New challenges to customer loyalty

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Interview: How to Stand in Your Employees’ Shoes
  • Where Managers Blunder
  • Yes, Customers Want to Hear from You

Establishing a feedback mechanism is critical in improving processes across a business. Steve Deist of Indian River Consulting Group examines the importance of having a “feedback loop” and how it can help distributors create a more strategic approach to sales.

This article is an exclusive summary of the recent MDM Webcast, CRM & the Strategic Sales Force.

This article includes:

  • Characteristics of an effective feedback loop
  • Best practices to getting feedback
  • Where many companies fail

Subscribers should log-in to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Interview: How to Stand in Your Employees’ Shoes
  • Where Managers Blunder
  • Yes, Customers Want to Hear from You
Wholesale revenues, excluding manufacturers’ sales branches and offices, reported $989 billion in e-commerce revenues in 2012, or 20.1 percent of the industry’s $4.9 trillion in sales that year, according to data recently released by the U.S. government. This article looks at how overall sales growth for the industry compared with e-commerce sales growth from 1999 to 2012, with four graphs showing the trend.
4405Cover

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Private Label & Channel Conflict
  • Commentary: Wise Words from Warren Buffett
  • MDM Interview: Why 'Delight' is the Wrong Goal
  • The Value of a Feedback Loop for Sales
  • MDM Charts: MDM Charts: Historical E-Commerce Trends in Distribution
  • News Digest

Are you a subscriber? Simply log-in to view this issue.

PDF Download
Changing-Channels

While the margin and branding benefits of selling private label products may be attractive to distributors, such a move can create tension in the channel. This article examines the potential challenges and how distributors and manufacturers may be able to mitigate them.

This is the third in a series of articles from MDM on private label in the wholesale distribution industry.

This article includes:

  • Drivers of conflict between manufacturers and distributors
  • How distributors balance private label and national brands
  • Why some manufacturers offer contract manufacturing for private label and others avoid it

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more.

Or purchase this report in the MDM Store.

Subscribers also have access to the following related articles:

  • The Drivers of Private Label in Distribution
  • Strategies for Private Label Success
  • Special Report: The Industrial Vending Boom

While the Berkshire Hathaway Chairman's annual letter is written for the company's stockholders, leaders from any business can gain insight from Warren Buffett's wise words.

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • The State of Analytics in Distribution: 2014
  • The Shifting Competitive Landscape in Distribution
  • Redefining Competitive Advantage
Effortless-QandA

The desire to “delight your customers” is a noble one. But the effort involved may be better used elsewhere. Rick DeLisi, senior director of advisory services for CEB’s sales and services practice and co-author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty, spoke with Associate Editor Jenel Stelton-Holtmeier about how distributors could better focus their efforts to provide a better customer service experience for all customers online and off.

This article includes:

  • A strategy that works better than the strategy of delighting customers
  • The worst question a customer service agent can ask
  • New challenges to customer loyalty

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Interview: How to Stand in Your Employees’ Shoes
  • Where Managers Blunder
  • Yes, Customers Want to Hear from You

Establishing a feedback mechanism is critical in improving processes across a business. Steve Deist of Indian River Consulting Group examines the importance of having a “feedback loop” and how it can help distributors create a more strategic approach to sales.

This article is an exclusive summary of the recent MDM Webcast, CRM & the Strategic Sales Force.

This article includes:

  • Characteristics of an effective feedback loop
  • Best practices to getting feedback
  • Where many companies fail

Subscribers should log-in to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Interview: How to Stand in Your Employees’ Shoes
  • Where Managers Blunder
  • Yes, Customers Want to Hear from You
Wholesale revenues, excluding manufacturers’ sales branches and offices, reported $989 billion in e-commerce revenues in 2012, or 20.1 percent of the industry’s $4.9 trillion in sales that year, according to data recently released by the U.S. government. This article looks at how overall sales growth for the industry compared with e-commerce sales growth from 1999 to 2012, with four graphs showing the trend.
4405Cover

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Private Label & Channel Conflict
  • Commentary: Wise Words from Warren Buffett
  • MDM Interview: Why 'Delight' is the Wrong Goal
  • The Value of a Feedback Loop for Sales
  • MDM Charts: MDM Charts: Historical E-Commerce Trends in Distribution
  • News Digest

Are you a subscriber? Simply log-in to view this issue.